The Official SaaStr Podcast: SaaS | Founders | Investors
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891 afleveringen, van nieuw naar oud
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SaaStr 643: What's Holding Up Buyers?: Top Obstacles to Making Software Decisions with G2's VP - Asia Pacific, Chris Perrine
17 maart 2023 · 23 min
Buying software has changed significantly over the past 27 years. Despite the economic headwinds we've seen, buyers still buy a lot. The average mid-size company has 111 SaaS applications. By next quarter, that's estimated to rise to 119. Lees meer
Of course, companies are experiencing some economic impact, and average spend is coming down slightly. Chris Perrine, the Vice President of G2, Asia Pacific, shares what's holding up buyers in today's economy and how you can meet them where they are.
Video with Q&A: https://youtu.be/S9yQ1Oe30zU
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SaaStr 642: Founder-Led Enterprise Sales: Failure Points on the Path to $100m ARR with TigerEye and PlanGrid Co-Founder and CEO Tracy Young
15 maart 2023 · 18 min
If you're on the path to building a startup, you know what it means to fail. In this week's Workshop Wednesday, Tracy Young, CEO and Co-Founder of TigerEye and PlanGrid, says that "everything is going to fail." Young took PlanGrid from nothing to $100M ARR before passing the baton and shares the biggest lessons learned, the biggest failures, and how to navigate them. Lees meer
Full video with Q&A: https://youtube.com/live/w9-lMhAyJeo
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 641: The Playbook to Blending Product-Led Growth with Sales-Led Growth: Teams, Tools, Processes with Amplitude VP of APJ Mark Velthuis
10 maart 2023 · 24 min
With product-led growth, your product is the main driver of revenue growth; companies can scale up faster while keeping sales and marketing costs low. Conversely, sales-led growth puts human interaction at the center of sales processes. But sometimes, choosing a single path when it comes to a sales-led or a product-led growth model isn't enough. In this session, Amplitude's Mark Velthuis will share how companies can embrace a mix of the two strategies, how it will affect our traditional understanding of sales, marketing, and product, and how leaders can get everyone on board. Lees meer
Video: https://youtu.be/7DQPNB6AU2o
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 640: CRO Confidential: How The Biggest Product-Led Enterprise Company In The World Found Success with Atlassian CRO Cameron Deatsch
8 maart 2023 · 40 min
How did the largest product-led growth enterprise company in the world find success? In this week's episode of CRO Confidential, Cameron Deatsch, CRO of Atlassian, shares his wisdom with Founders Fund Partner Sam Blond. Atlassian is trading at over $40B with revenue north of $3B. When the company started 20 years ago, it didn't hire salespeople. Not because they planned to start as a product-led company but because they couldn't afford to. So what should earlier-stage companies do: immediately build out a big sales team or focus on product-led growth? Lees meer
Video: https://youtu.be/s897t3MSAxM
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8
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SaaStr 639: Scaling a SaaS Sales Team While Building Culture with Figma VP of Sales Scott Pugh
3 maart 2023 · 29 min
Having scaled the APAC region for 3 US companies, with a big emphasis on building culture as a foundation for success, Scott will speak of his learnings and lead a discussion for: Lees meer
Recruiting
Enabling
Creating Culture
Video: https://youtu.be/CfW0W0E3F4A
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 638: Lessons Learned in Scaling Your Team & Revenue from $1M ARR to $1B+ with Cloudflare CRO Chris Merritt
1 maart 2023 · 32 min
Chris Merritt, Chief Revenue Officer of Cloudflare joined Cloudflare nearly a decade ago when annual revenue was around $1M with one sales person — and has since been scaling the sales organization and helping grow Cloudflare into the multi-billion dollar business it is today. When building a sales team and business at scale, organizations go through various stages of growth with key milestones along the way—from 1-10 million in revenue, to 50-100 million, to 100 million, and onward. While no two businesses are the same, we'll dive into a few areas that are most likely to change, with Chris sharing some findings along the way to help others effectively scale their organizations. Lees meer
Full video with Q&A: https://youtu.be/YkmDl59sDkg
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8
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SaaStr 637: Unveiling the Data Behind Effective Scaling with ICONIQ Growth General Partner Doug Pepper and ICONIQ Growth Partner & Head of Analytics Christine Edmonds
25 februari 2023 · 28 min
In this illuminating session, ICONIQ Growth general partner Doug Pepper and head of analytics Christine Edmonds will share some of the latest insights from ICONIQ's annual "Growth and Efficiency Study" which utilizes aggregated operating data from a large set of enterprise SaaS companies, about half of which have gone on to IPO and/or been named to the Cloud 100 list. From the metrics most indicative of healthy business fundamentals and what top quartile performance looks like across these KPIs, to how those core metrics may be impacted in the current environment and where leaders are focusing in response to the macroeconomic uncertainty of today, Doug and Christine will share what strength looks like at all stages of company growth. Lees meer
Updated slides: https://www.slideshare.net/saastr/unveiling-the-data-behind-effective-scaling-with-iconiq-growth-253098692
Video: https://youtube.com/live/oRtla9psS_8
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Instagram: https://www.instagram.com/saastr/
Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8
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SaaStr 636: Extreme Product Design: Building Things People Actually Use with Stripe CTO David Singleton
22 februari 2023 · 26 min
Stripe CTO David Singleton shares insights from the company's focus on going the extra mile to obtain user feedback and even more extreme lengths to turn that feedback into successful products. He'll show how one simple rule helped the company grow from a single API to a sophisticated platform, and discuss the challenges of managing change, defining product-market fit, and designing infrastructure that can scale. Lees meer
Video: https://youtube.com/live/N2BPdAk_riU
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 635: CRO Confidential: How Customer-First Focus Drives Retention and Revenue With Brex GM of Startups Lucas Fox
17 februari 2023 · 39 min
While the allure of customer acquisition can pull a founder's attention, it's equally important to dedicate resources to fighting churn and expanding revenue from existing customers. One company that has unlocked the secret to solid retention and revenue expansion is Brex, an easy-to-use corporate cards and spend management software in an integrated global solution. Lees meer
In this edition of CRO Confidential, Sam Blond (former CRO at Brex and current Partner at Founders Fund) hosts his former colleague Lucas Fox (GM of Brex for Startups). They discuss how Fox helped build a churn-fighting, upselling, and cross-selling machine that continues to generate revenue.
Video: https://youtu.be/_dfDqPJqqFU
Blog post: https://www.saastr.com/cro-confidential-how-customer-first-focus-drives-retention-and-revenue-with-brex-gm-of-startups-lucas-fox-pod-635-video/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 634: Scaling a Product-Led Growth Model with 1Password, Apollo.io, Sentry, and Lightspeed
15 februari 2023 · 34 min
What do some of the most successful PLG companies have in common? How do you build a best-in-class go-to-market model to get to 100mn ARR and beyond? Lees meer
Iconic PLG companies share how they integrated GTM into their growth strategy to go from single digits to over a billion in ARR.
Lightspeed Partner, Anoushka Vaswani, is joined by Raj Sarkar, CMO at 1Password, Kim Walsh, SVP, Sales, Partnerships and Customer Success at Apollo.io, and Chris De Vylder, CRO at Sentry, to pass along key lessons from their growth journey.
Video: https://www.youtube.com/live/4mzgUHp2Dtc?feature=share
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8
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SaaStr 633: Why You Want to Develop Product Painkillers, Not Vitamins with DigitalOcean CPO Gabe Monroy
10 februari 2023 · 29 min
As Chief Product Officer at DigitalOcean and a developer-turned-entrepreneur himself, Gabe Monroy is deeply familiar with some of the pitfalls that founders encounter on the road of product development. In this session, Gabe will discuss how founders can avoid the trap of over-engineering products, as well as why focusing on the must-haves (developing "painkillers" for your customer's problem) will better serve your business versus focusing on the nice-to-haves (developing "vitamins"). Lees meer
Video: https://youtu.be/KwWxIURQVRg
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8
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SaaStr 632: CRO Confidential: How To Adapt Your Sales Strategy To The Current Sales Environment with Sam Blond and Hannah Willson, SVP of Sales at Modern Health
8 februari 2023 · 33 min
Every week, more and more companies are doing big layoffs. As news of layoffs continues, many are left wondering what happened and how to shift course. Many startups missed 2022 revenue goals and are forecasting slower growth for 2023, especially compared to the explosive growth of teams and revenue during the Boom of 2021 and early 2022. Lees meer
In this week's episode of CRO Confidential, Founders Fund Investor Sam Blond sits down with the SVP of Sales at Modern Health, Hannah Willson, to discuss how companies can adapt to the current sales environment and how to correct course when you don't have a right-sized sales team.
Video: https://youtu.be/24tKS8g_QJg
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 631: What Is Going On In Venture Capital in 2023 with SaaStr Founder Jason Lemkin and 20VC Host Harry Stebbings
3 februari 2023 · 28 min
Jason recently joined Harry Stebbings on 20VC to discuss VC in 2023. Hear why you shouldn't wait to raise (if you're fundable), even though the venture landscape will look better by the end of 2023. Lees meer
This episode is an excerpt of Jason and Harry's discussion. You can watch the full video here: https://youtu.be/dHIWdwljt7Q
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 630: Sales-led vs. Product-led? Today's Startups Need Both with Jason Eubanks, CRO at Harness
1 februari 2023 · 29 min
What is the right Go-To-Market strategy for a startup getting out of the gate? Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer. Lees meer
At Harness, Eubanks leads go-to-market. Everything is defined by customer interactions, from how they find Harness to becoming a customer. What's his response to startups figuring out which strategy to begin with, product-led or sales-led? "It doesn't really matter where you start because you'll need to do both," Eubanks said.
Full video with Q&A: https://youtu.be/aJqNJfph4Mw
Blog post: https://www.saastr.com/sales-led-vs-product-led-todays-startups-need-both-with-jason-eubanks-cro-at-harness-video/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 629: CRO Confidential: Sales Recruitment in 2023 For Candidates and Hiring Managers With Flexport's Ben Braverman
27 januari 2023 · 41 min
As the past few years have demonstrated, it's wise to expect the unexpected, especially when it comes to hiring. In particular, hiring for your sales team is critical in an uncertain economic outlook. Additionally, sales professionals looking for a new role should choose their next company wisely. Lees meer
In this edition of CRO Confidential, Sam Blond, Partner at Founders Fund and former CRO at Brex, discusses the current SaaS sales landscape and tips for hiring in 2023 with guest Ben Braverman, Head of Flexport Fund and former Flexport CRO and CCO.
Video: https://youtu.be/oONsrUYsQtw
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 628: Revenue Alignment: How to Pull Marketing, Sales, and Customer Success Together with Divvy CRO Sterling Snow
25 januari 2023 · 23 min
In many companies, the longtime dispute between sales and marketing prevents them from collaborating or agreeing on a goal. Divvy's CRO, Sterling Snow, created a structure aligning these two teams with others to create a formidable revenue team. This structure drove the company to a $2.5 billion-dollar acquisition by Bill within five years. Lees meer
In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for implementing this structure to yield tremendous results.
Video: https://youtu.be/1L2P-fi6gfM
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 627: Move Over, Sales: Why Product & Marketing are the C-Suite's New Power Partnership with Checkout.com CMO Leela Srinivasan and CPO Meron Colbeci
20 januari 2023 · 21 min
Sure, strong collaboration between Sales and Marketing is critical - but this CPO and CMO contend that the Product to Marketing connection might just be the most critical dynamic within your executive team. Learn how Meron Colbeci (CPO) and Leela Srinivasan (CMO) are driving the right outcomes through close collaboration. Lees meer
Full video with Q&A: https://youtu.be/gWub2D4XZCQ
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 626: 10 Lessons Learned Scaling to $1B Valuation with Drift Co-founders David Cancel and Elias Torres
18 januari 2023 · 22 min
Reaching unicorn status is nice validation, but the luster fades when founders can't navigate the hidden challenges that come with uncharted territory. David Cancel and Elias Torres, co-founders of Drift, share their insight on steering a company to a $1B valuation with both the tenacity to problem-solve and a fearlessness to fail. They'll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit. Find out how the steps they took not only helped nurture a company's success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone. Lees meer
Full video: https://youtu.be/gGVSaRcZkOs
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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Quora Group: https://www.quora.com/q/cloud
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 625: True Story: What Breaks Going from $0-$100M ARR in Less Than 2 Years with Wiz CRO Colin Jones
13 januari 2023 · 23 min
Join Colin Jones, CRO at Wiz, as he shares key takeaways from building and scaling a sales organization that went from $0 to $100 million ARR in less than two years, making Wiz the fastest company to reach the $100M ARR. Colin will share key lessons he learned along the way, along with real-life examples of things that break when you grow at such unprecedented speeds, how to fix them, and how to build a team that consistently performs with grace under pressure. Lees meer
Full video with Q&A: https://youtu.be/setOmORB76g
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 624: Investing and Venture Capital in 2023 with SaaStr Founder and CEO Jason Lemkin and Atrium Founder and CRO Pete Kazanjy
11 januari 2023 · 16 min
Jason and Pete chat about SaaStr Fund, the state of VC funding in Q1 2023, and whether LPs play a role in the former "grow at all costs" mindset that prevailed in 2021 and early 2022. Lees meer
Video: https://youtu.be/cvYe2jf2gOE
This conversation is an excerpt from a Modern Sales Pros fireside chat. You can find that video on their channel: https://youtu.be/fVckRPSUG-U
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 623: Removing Friction: How to Turn More Than 40% of Your Prospects Into Long Term Enterprise Customers with Attentive Co-founder and CEO Brian Long
6 januari 2023 · 22 min
In any given day, the enterprise buyer has many priorities that will come before your product. How do you ensure your solution gets implemented and retained? Lees meer
In this session, we walk through some of the lessons learned at Attentive on their path to over 5,000 customers in 5 years. We will dig into real world examples for reducing friction in sales, product and customer success.
Full video: https://youtu.be/47ReBgKEgEY
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8
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SaaStr 622: CRO Confidential: What's Changed for Hiring a VP of Sales in 2023 with Founders Fund Partner Sam Blond and Stage 2 Capital LP and Former Lattice CRO Dini Mehta
4 januari 2023 · 37 min
It may seem counterintuitive to seek out a sales leadership hire during this time of slowed hiring, but it's the number one topic that many founders talk about and many SDRs, AEs, and sales managers ask about. Lees meer
Founders may ask, "how do I find the right sales leadership hire?" While someone in sales may ask, "how do I become a CRO someday?"
In today's episode of CRO Confidential, Sam Blond, Partner at Founders Fund, discusses these very questions with the previous CRO of Lattice, Dini Mehta.
Video: https://youtu.be/6eyB4G8y214
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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Quora Group: https://www.quora.com/q/cloud
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Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8
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SaaStr 621: Big Numbers from Small Customers: How DigitalOcean Accelerated at Scale with DigitalOcean Senior Vice President of Revenue Cliff Bockard
30 december 2022 · 21 min
Join Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, as he discusses how DigitalOcean has won "big numbers" from "small customers" by tapping the underserved market of startups and SMBs. Cliff will discuss how companies can prioritize the success of their customers and benefit in turn, as well as why customer-centric and responsible, profitable growth matters more than ever. Lees meer
Full video: https://youtu.be/vbj20ekVKsE
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 620: 8 Ideas on How to Motivate the Sales Team After a Rough Patch with SaaStr Founder and CEO Jason Lemkin
28 december 2022 · 27 min
Ready to kick-start 2023? Worried about team morale after a less-than-stellar Q4 (and Q3)? Jason shares 8 ideas that you can use right now to keep your sales team motivated and have a better Q1. Lees meer
Full video: https://youtu.be/ji8mYoAGGjU
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SaaStr 619: 3 Lessons from Building a Marketing Engine to Grow Pipeline from Millions to Billions with Samsara CMO Sarah Patterson
23 december 2022 · 25 min
Join Sarah Patterson as she shares key lessons on scaling marketing engines from her experience as a Marketing EVP at Salesforce and now the CMO at Samsara. Sarah will share three key lessons she has learned along the way, from building successful feedback loops to knowing when to invest for the long term or push for rapid growth. Lees meer
Video: https://youtu.be/z7qITAzT5wc
Blog: https://www.saastr.com/3-lessons-from-building-a-marketing-engine-to-grow-pipeline-from-millions-to-billions-with-samsara-cmo-sarah-patterson-pod-619-video/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 618: Scaling for the Enterprise: Top 5 Lessons on the Upmarket Journey with Airtable CEO Howie Liu and Coatue Management General Partner Caryn Marooney
21 december 2022 · 31 min
For many SaaS companies, serving the world's largest businesses requires evolving some of its most critical business strategies and operations. In this session, Airtable's Howie Liu sits down with Coatue's Caryn Marooney to share the lessons he's learned from scaling Airtable. From how to think about competitors and categories, to the importance of building the right organizational culture, Howie and Caryn reveal what SaaS leaders need to consider as they move upmarket. Lees meer
Video: https://youtu.be/if4nKnNMl4s
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 617: SaaStr CRO Confidential Presents: Rippling VP of Sales Matt Plank on How to Ramp Up Sales in the Early Days. Hosted by Founders Fund Partner Sam Blond
16 december 2022 · 33 min
In today's CRO Confidential, Sam chats with Rippling VP of Sales Matt Plank. Matt was employee #5 and the first sales hire at Rippling. In this episode, he shares how he built and scaled Rippling's sales team. Lees meer
Video: https://youtu.be/yAloXeNI1Qw
Blog post: https://www.saastr.com/saastr-cro-confidential-founders-fund-partner-sam-blond-rippling-vp-sales-matt-plank-pod-617-video/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 616: Secrets to SMB at Scale with Hubspot CEO Yamini Rangan and SaaStr Founder & CEO Jason Lemkin
14 december 2022 · 28 min
There are so many interesting things everyone selling to SMBs can learn from HubSpot. Don't miss this talk with Hubspot's and SaaStr's CEOs Yamini Rangan and Jason Lemkin where they'll dig into how HubSpot is growing a stunning 41% year-over-year at $1.7 Billion in ARR. Lees meer
Yamini and Jason discuss:
-why Hubspot chose to "take a step backward" by moving from sales-led to product-led
-why focusing on free makes your product better
-the importance of having multiple products
-why NRR should be a North Star metric for SaaS businesses
-working with partners
-international expansion and localization: why less is moreFull video: https://youtu.be/sNU4h7LpHOI
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 615: Where Venture Capital Really is Right Now, With Accel, Iconiq Growth, and Salesforce Ventures at G2 Reach
9 december 2022 · 25 min
SaaStr CEO Jason Lemkin recently moderated a session with 3 of the best investing in SaaS: Doug Pepper, GP at Iconiq, Arun Mathew, GP at Accel, and Alex Kayyal, VP and head of all of Salesforce Ventures. The four deep-dive on the real state of venture capital today and into 2023. Lees meer
This podcast was recorded live during G2's digital reach event. Check out the rest of the sessions over at Reach.G2.com
This episode is an excerpt from the session. Watch the full video: https://youtu.be/hTvNqr395nY
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 614: CRO Confidential Presents: Gong SVP of Sales Jameson Yung on Creating a Category. Hosted by Founders Fund Partner Sam Blond and SaaStr CEO Jason Lemkin.
7 december 2022 · 37 min
Sam, Jason, and Jameson discuss: Lees meer
Category creation: what Gong did well and what didn't go so well
The importance of content marketing, especially in very early stages
maintaining team morale in the current economy
the importance of messaging and customer relationships
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 613: How Top CMOs Drive Growth in the Age of the Self-Serve Buyer with Klaviyo SVP of Marketing Kady Srinivasan, Talkdesk CMO Kathie Johnson, SmartBear CMO Cynthia Gumbert and TrustRadius Founder and CEO Vinay Bhagat
4 december 2022 · 27 min
To scale your business customers need to be at the center of all you do. The reason for your business is to solve their largest problems and be mission-critical to their success. If your customers succeed your business will too. However, what if you can't find or engage your target buyers? The way technology is bought and sold today has dramatically changed. The buyer's journey is not linear but something they want to control. According to Bain and Co study, 94% of prospective buyers are well informed about a product before ever engaging with a sales team. From our research at TrustRadius, virtually 100% of buyers want to self-serve, 58% of buyers say word-of-mouth is a top source for discovery and evaluation. We'll evaluate these buyer trends and provide strategies to find and win these new-age customers now and in the future. Lees meer
Full video: https://youtu.be/eGL9ndS3Kmk
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 612: How to Manage 100+ SDRs Across 4 Continents with Snowflake VP, Global Sales Development Lars Nilsson
30 november 2022 · 27 min
SDRs are the most efficient channel for predictable B2B pipeline generation, but successfully scaling a team isn't easy. This session will cover the pillars of effectively recruiting, training, aligning, and empowering SDRs from the early stages of revenue through a global operation. Lars Nilsson has designed and built 25+ SDR operations at B2B SaaS software companies, and currently leads Snowflake's 200+ SDRs. Come have a listen to what all the buzz in SDR-Land is about! Lees meer
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 611: How to Scale a Platform and Ecosystem to $10B with Atlassian CRO Cameron Deatsch
28 november 2022 · 27 min
Building a flexible platform for your products and a strategic ecosystem around them is the key to fueling sustained growth. But when you're in the throes of putting it together, it's challenging to track the countless workstreams, investments, and partnerships involved – not to mention bringing all these pieces into alignment. Join Atlassian's Chief Revenue Officer, Cameron Deatsch, to learn how to invest in an ecosystem, how to optimize your platform for innovation, and why long-term thinking is crucial to becoming a $10 billion company. Lees meer
Full video: https://youtu.be/eVDucwrUgq8
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 610: The Playbook to Achieving CEO/CRO Harmony with Algolia CEO Bernadette Nixon and CRO Michelle Adams
23 november 2022 · 28 min
Keeping a Saas unicorn on the track of profitable, responsible growth requires clear alignment across the leadership team, and a purposeful approach to making decisions that drive the corporate mission. In this session, Algolia's Bernadette Nixon and Michelle Adams will discuss the dynamics of building a highly effective, open, direct and empathetic relationship between the critical CEO and CRO roles on the leadership team. Lees meer
Full video: https://youtu.be/tJAPaW5GoxU
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 609: SaaStr CRO Confidential Presents How to Survive in a Competitive Market with Divvy CRO Sterling Snow. Hosted by Founders Fund Partner Sam Blond.
18 november 2022 · 32 min
The two biggest mistakes business leaders can make in a competitive space are thinking their competitors are too smart or, alternately, too dumb. The game on the field has shifted dramatically over the past 12 months, and what matters to a startup today is much different from a couple of years ago. Lees meer
In the second installment of CRO Confidential, Founders Fund Partner Sam Blond, previous CRO at Brex, goes head-to-head with the CRO at Divvy, Sterling Snow, previously bitter rivals turned curious comrades. Snow and Blond dive deep into competition — how to position yourself against competitors and make the most of that competition.
Brex and Divvy are adversaries in the corporate card space, with many deals going up against each other. There has always been a ton of respect there and a bit of animosity, too, because of how competitive the businesses were.
This poses the question: Does staunch competition lend itself to better business? Psst… the answer is yes! Let's see what Snow and Blond have to say about competition.
Full video: https://youtu.be/7LTyMpxy9LQ
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 608: AMA with SaaStr Founder & CEO Jason Lemkin at SaaStr Annual 2022 - Part 2
16 november 2022 · 24 min
At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. This episode is the second half of the session. Lees meer
In this episode, Jason discusses:
Advice for very early-stage founders
Why real customer support is critical
Bootstrapping
What's next for SaaStr
The first half of the session was published in Episode 607.
You can watch the full video here: https://youtu.be/apc5GwLlaDI
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SaaStr 607: AMA with SaaStr Founder & CEO Jason Lemkin at SaaStr Annual 2022 - Part 1
11 november 2022 · 26 min
At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. This episode is the first half of the session. Lees meer
In this episode, Jason discusses:
Breaking rules
Setting goals
Technical debt
Black Swan events
Y Combinator
The second half of the session will be published in Episode 608. You can watch the full video here: https://youtu.be/apc5GwLlaDI
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 606: Your Real Valuation: How Focusing on Delivering Customer Value Generates Business Value with Gusto Co-Founder Josh Reeves
9 november 2022 · 27 min
The foremost topic on every founder's mind right now: how to weather the ups-and-downs of an unpredictable economy. Gusto, has swerved with every economic curve since its founding 10 years ago. But throughout it all, Gusto has defined valuation differently—in terms of the value it provides to customers vs the value it extracts. Lees meer
In this talk, Gusto CEO and founder Josh Reeves can speak to how Gusto has weathered the ups-and-downs of the economy—and why aligned success models (what's good for the customer = what's good for society = what's good for your business) are so important, especially now. Josh can share the specific business decisions Gusto has had to make with this approach, particularly over the past few years and today.
Full video: https://youtu.be/TuJnbPG3Tmk
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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SaaStr 605: Increasing Runway Without Sacrificing Growth with Norwest Venture Partners' Sean Jacobsohn & Scott Beechuk and Andreessen Horowitz GP Kristina Shen
4 november 2022 · 23 min
Top of mind for many startups during a downturn is the question, "How do we balance investment in growing our business while maintaining a modest burn to extend our time to next funding?" In this session we will explore some creative techniques to grow your business with efficiency. Hear from three VC partners with experience successfully co-founding, leading, and growing startups during previous market downturns Lees meer
Full video: https://youtu.be/hQ-lDnEMCgo
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin. Hosted by Sam Blond, Partner at Founders Fund
2 november 2022 · 26 min
Founders Fund Partner and former Brex CRO Sam Blond joins the SaaStr podcast to host this series with SaaS CROs. Lees meer
But first, to kick off the CRO Confidential series, Sam chats with SaaStr CEO Jason Lemkin about whether tech founders still need to be based in SF, the current correction of the VC market, and what to look for in an investor.
Full video: https://youtu.be/rwHdE318dqA
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. Hosted by Sam Blond, Partner at Founders Fund
28 oktober 2022 · 26 min
Founders Fund Partner and former Brex CRO Sam Blond joins the SaaStr podcast to host this series with SaaS CROs. Lees meer
But first, to kick off the CRO Confidential series, Sam chats with SaaStr CEO Jason Lemkin about gross margins, macro impact on 2022 revenue, and sales leadership recruiting.
Video: https://youtu.be/yAyym4uJMcs
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 602: Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover
26 oktober 2022 · 24 min
The rapid proliferation of cloud services has added to overwhelm among enterprise workers. Over the years, Grammarly has learned effective strategies to stand apart with users and business decision-makers while channeling customers' needs, whether in customer support, sales, HR, and marketing. CEO Brad Hoover shares the customer-centric principles and lessons that he has learned in growing their user base to tens of millions of enterprise and individual customers, with teams from Accenture to Zoom. Lees meer
Full video: https://youtu.be/zoyxXSYeZhM
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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SaaStr 601: What It Takes to Forge Your Own Category with Braze Co-Founder and CEO Bill Magnuson
21 oktober 2022 · 28 min
"Find a need and fill it" is a well-known maxim. After identifying the white space, though, understanding how to navigate category creation is key in order to grow and scale a company for the long term. For many SaaS businesses, the first category others consign you to may not match your ambitions as a founder. Entrenched forces have a vested interest in maintaining the status quo, and it takes courage to stick to your convictions about the future. As industries expand and mature, new strategies are needed to further deepen the competitive moat to secure and retain category leadership. Product is just the beginning: Ongoing success hinges on the growth and cultivation of the team, the company culture, and the larger stakeholder community—the work is never done. Lees meer
When Braze was founded in 2011 with Bill Magnuson as CTO, smartphones were just becoming mainstream and mobile marketing was in its infancy. At that time, the category term 'customer engagement platform' did not exist yet, but the cofounders believed that technology which enabled brands to better understand and serve customers across mobile and beyond was the future for Braze. Fast forward 10+ years, and the founding team's conviction has enabled Braze to become a leader in the nascent customer engagement category, reaching $100M in ARR in eight years, then doubling that to $200M less than 18 months later, to then making its public company debut at the end of 2021. In this session, Braze Cofounder and CEO Bill Magnuson will share best practices and lessons learned from his experience scaling Braze and establishing the company as a leader in the recently formed customer engagement category, including:
Having conviction for your vision will help you navigate the changing SaaS landscape as you grow your business. Staying true to your initial vision is critical to category creation and for long-term company success.
Determine when and whether to pivot, or to adapt to shifting circumstances. Founders must be a…
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SaaStr 600: Founder Confidential with HubSpot Founder and CTO Dharmesh Shah, & Founder and Executive Chairperson Brian Halligan
19 oktober 2022 · 23 min
Tune into Founder Confidential with SaaStr CEO Jason Lemkin and Hubspot Founders Dharmesh Shah and Brian Halligan to hear their key learnings and considerations of what it takes to be a Founder in today's SaaS landscape. Lees meer
Full video: https://youtu.be/gn01HIUyE9M
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 599: Growth vs. Efficiency: How to Weatherproof Your SaaS Startup for Tougher Times with Point Nine Founder and Partner Christoph Janz
14 oktober 2022 · 27 min
It's no secret that 2022 has brought market shifts that even the previous two years lacked. While previously, investors were a bit more open and hyper-focused on growth, now SaaS VCs are more interested in proving efficiency alongside growth. As always, investors still have high-growth expectations, which have not changed. But in 2022, there is a new focus on efficiency. In fact, 82% of investors in a recent survey said that efficiency is more critical this year. Lees meer
During this year's SaaStr Annual event, Christophe Janz, Partner at Point Nine Capital, shares the secret to attracting investors in the new landscape.
Full video: https://youtu.be/nBYHFm-H8pA
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 598: CEO Systems: 5 Lessons Learned from Scaling at Every Growth Phase with HashiCorp CEO Dave McJannet
12 oktober 2022 · 26 min
Leading a scaling business requires systems and plans for various stages of growth. Dave McJannet shares lessons learned from scaling HashiCorp, including: how to implement overlapping systems for the business (finance, people, product, go-to-market); how to manage the layered time horizons of various teams (36 months for a CEO, 90 days for sales); and how to reinvent these systems as the company enters new phases of growth. Lees meer
Full video: https://youtu.be/KJk5B3R9rBw
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
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Our North American Event: https://bit.ly/2OXeAYh
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SaaStr 597: VC State of the Market with SaaStr CEO Jason Lemkin and Cowboy Ventures Founder & Managing Partner Aileen Lee
7 oktober 2022 · 23 min
The number of global venture capital (VC) investments dipped in 2022, thanks to ongoing geopolitical tensions, turbulence in global capital markets, supply chain issues, and increasing interest rates. This has caused VC investors to be increasingly wary. With no end in sight to the economic uncertainty, VC investment could remain soft, with downward pressure on valuations resulting in decreasing levels of investment. Lees meer
Founder and Managing Partner at Cowboy Ventures, Aileen Lee, discusses the state of the VC market in 2022 with Founder and CEO of SaaStr Jason Lemkin—the change in VC activities and seed deals, the importance of the board in the success of a startup, profitability and much more.
Full video: https://youtu.be/R3G6P19qHY4
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SaaStr 596: Scaling Revenue in 2022: What's the Same and What's Different? with Confluent President of Field Operations Erica Schultz
5 oktober 2022 · 25 min
Amidst the volatility of today's economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers' love. A renowned enterprise software leader that has led revenue organizations and spearheaded the cloud GTM strategies at companies such as Oracle, New Relic and now Confluent, Erica Schultz is Confluent's President of Field Operations and will share what she has seen evolve in enterprise GTM and tips on how to thrive in the current environment. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy. Lees meer
Full video: https://youtu.be/j293NArWW38
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
Twitter: https://twitter.com/saastr
LinkedIn: https://www.linkedin.com/company/2724976
Quora Group: https://www.quora.com/q/cloud
Facebook: https://www.facebook.com/SaaStr/
Instagram: https://www.instagram.com/saastr/
Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8
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SaaStr 595: 5 Critical and Company-Altering Learnings from B2B Startups with Y Combinator MD of YC Continuity Anu Hariharan
30 september 2022 · 26 min
Anu Hariharan works with hundreds of startups annually as Managing Director at Y Combinator. Through experience, she explains five company-altering learnings from B2B startups that founders should consider at the earliest stages of their businesses. Lees meer
Full video: https://youtu.be/pPgtmFaxkrc
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
Twitter: https://twitter.com/saastr
LinkedIn: https://www.linkedin.com/company/2724976
Quora Group: https://www.quora.com/q/cloud
Facebook: https://www.facebook.com/SaaStr/
Instagram: https://www.instagram.com/saastr/
Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8
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SaaStr 594: Optimizing GTM for PLG with Stage 2 Capital Co-Founder and Managing Director Mark Roberge
28 september 2022 · 27 min
Product-led growth (PLG) is the consumerization of software—a strategy B2B software companies can learn from growth teams at successful consumer tech companies. Lees meer
Stage 2 Capital's Co-Founder and Managing Director, Mark Roberge, breaks down what a consumer tech growth team looks like and how they operate. He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG.
Full video: https://youtu.be/prLzBINL4tI
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Subscribe for weekly updates: https://www.saastr.com/subscribeform
Twitter: https://twitter.com/saastr
LinkedIn: https://www.linkedin.com/company/2724976
Quora Group: https://www.quora.com/q/cloud
Facebook: https://www.facebook.com/SaaStr/
Instagram: https://www.instagram.com/saastr/
Our North American Event: https://bit.ly/2OXeAYh
Our European Event: https://bit.ly/2OZTad8